Arpedio

APRIL 30, 2024

Understanding Account Growth Strategy In this section, we will take a closer look at the intricacies and purpose of account growth strategy. Understanding how to effectively implement this strategy is crucial for long-term success in maximizing your business growth and revenue.

Account Growth 52

Account Growth Client Relationships CRM Business Growth 52

DemandFarm

MARCH 31, 2025

Where are the unstructured insightsthe informal conversations, strategic signals, and competitive shifts that influence decision-making? Who are the true economic decision-makers driving strategic purchasing decisions? Where are the whitespace opportunities that could unlock additional growth? It is to redefine it.

Key Account Management 52

Key Account Management Account Management Management CRM 52

Account Manager Tips

OCTOBER 11, 2021

You need to take charge, make decisions and set goals for your customers so they can achieve success. What changes should we make? How do we make changes? Not focused on the customer The biggest mistake you can make with clients is to put your needs first. Warwick Brown // Account Manager Tips.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. It’s about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 304

Customer Experience Profitability Decision-making Marketing 304

DemandFarm

NOVEMBER 22, 2024

Why Sales Enablement Automation Matters Sales enablement automation helps KAMs stay on top of what really counts, from seamless resource access to smarter decision-making. A well-tuned system can mean the difference between a team that’s reactive and one that’s actively driving account growth.

Key Account Management 52

Key Account Management CRM Account Management Sales 52

DemandFarm

NOVEMBER 27, 2024

For instance, using tools like Org Charts, marketing can run targeted campaigns based on insights from account managers, ensuring alignment in outreach efforts. For Key Account Managers, RevOps is critical as it aligns strategy with execution. Why is RevOps Valuable for KAMs?

Artificial Intelligence 40

Artificial Intelligence Key Account Management Decision-making Account Growth 40

DemandFarm

OCTOBER 8, 2024

By focusing on data, teams can make informed decisions that support the company’s strategic objectives. Here is how they mitigate the influence of personal biases and ensure decisions are grounded in objective evidence. Product adoption: Monitor the adoption of new products or features within the account.

Account Growth 40

Account Growth Key Account Management Decision-making Stakeholders 40

DemandFarm

OCTOBER 15, 2024

Relationship management , account planning, strategic partnerships, whitespace analysis , sales forecasting, competitive analysis, internal collaboration, executive presentations, tracking account growth… phew! That’s a lot of activities to squeeze in every single day.

Key Account Management 52

Key Account Management Account Management Management Decision-making 52

Account Manager Tips

JULY 22, 2022

Solving complex problems is what we do in sales and account management. It’s an indispensable skill and one that you can adapt for every day decisions to business issues, organizational performance and any other challenge you can think of. What's Your Problem?: To Solve Your Toughest Problems, Change the Problems You Solve.

Key Account Management 130

Key Account Management Account Management Management Acquisition 130

Hubspot Sales

MARCH 15, 2019

Not only can you look at revenue trends over time, but you can also compare MRR to the monthly sign up rate for your product or service, monthly account growth rate, and customer retention. By looking at the total MRR, they can make more accurate sales forecasts and projections. What Is MRR?

Decision-making 139

Decision-making Account Growth Prioritization Meetings 139

DemandFarm

DECEMBER 27, 2024

Demandfarm really goes into the depth of KAM, and heres how: Account Planning: DemandFarm allows sales teams to create in-depth account plans that help identify key stakeholders, map their relationships, and prioritize actions. Real-time updates about your leads and accounts. Tools to send InMail directly to decision-makers.

Key Account Management 52

Key Account Management Stakeholders Sales Account Planning 52

Mike Kunkle

NOVEMBER 23, 2023

Then, the rest of this makes sense and can be really valuable. Targeted Performance: meaning a specific effort focused on a KPI in need of improvement, such as decreasing Closed-Lost or No Decision rates and improving Closed-Won rates, or improving overall profitability in a certain product line where deep discounting is rampant.

Sales 130

Sales Finance Profitability Decision-making 130

DemandFarm

DECEMBER 27, 2024

But how do you make your sales enablement strategy effective? A well-implemented strategy also ensures alignment across departments, making sure everyone is pulling in the same direction toward common goals. Relationship Intelligence Understanding stakeholder dynamics is critical for large accounts. But heres the catch!

Key Account Management 40

Key Account Management Account Management Sales Onboarding 40

Mike Kunkle

OCTOBER 8, 2023

Keep this in mind as you read this article, and adapt and adopt what makes sense for you in your current context. It’s about fine-tuning your processes and strategies to ensure that interested prospects take the desired action – whether it’s signing up for a trial, requesting a demo, moving to the next step, or making a purchase.

Customer Experience 130

Customer Experience Profitability Decision-making Marketing 130

SalesPop

APRIL 30, 2021

You can indicate that, marketing them as an influencer, a decision-maker, an amplifier, a champion, or even a detractor. Once again we’ll quote the RAIN group, from their white paper Competencies of Strategic Account Managers : “If you’re going to drive value proactively, a variety of people will need to do a variety of things.

Account Management 80

Account Management Management Value Proposition CRM 80

Sales Readiness Group

JANUARY 5, 2022

Professionally Resolve Issues: A customer-driven sales organization doesn’t mean making decisions that are uneconomic or not in your company’s best interest. There is nothing more frustrating to a customer than silence and one bad experience can destroy a lot of goodwill.

Supply Chain 62

Supply Chain Sales Account Growth Decision-making 62

Account Management Skills

AUGUST 8, 2024

There has been a consistent theme coming up in my Account Accelerator coaching group. The group comprises those responsible for client management and account growth i.e. MDs, CSDs, ADs and SAMs. Let’s explore number 3, the agency leader, in more detail.

Account Management 40

Account Management Management Account Growth Leadership 40

Account Management Skills

SEPTEMBER 11, 2023

But even if you don’t, hopefully it’ll make you think about your client’s budget. Listen to the results and study breakdown (512 marketing decision makers) on Drew McLellan’s Agency Management Institute’s podcast. What does this mean for account managers responsible for account growth?:

Account Management 52

Account Management Management Account Growth Decision-making 52

ProlifIQ

APRIL 3, 2023

Below are a few ways that an account plan can help solve these issues. Account Action Plan Relationship Mapping: Understanding who the main decision-makers in your key accounts are is critical. One key account planning tool is multi-threading.

Account Planning 52

Account Planning Stakeholders CRM Decision-making 52

Account Management Skills

FEBRUARY 15, 2024

I was chatting to one of my clients recently about the benefits of introducing account management in their agency for the first time. As a small, agile team it makes sense for project managers to be responsible for client management. When you start an agency, typically you start with project management.

Account Management 52

Account Management Management Account Growth Client Relationships 52

Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. More than upselling and cross-selling, account planning is partnering with existing clients. Plus, with account planning, 74 percent see increased win rates. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SalesGlobe

SEPTEMBER 12, 2023

Account planning can become an exercise in management and administration that ends up in a file until next year when the account team realizes they didn’t accomplish what they set out to do. What Are the Executives’ Decision-Making Styles? What Are Your Challenges Working with the C-Suite? Who is the Company?

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Account Management Skills

JANUARY 24, 2022

’ But as Kay Dryer points out ‘the key is to remember the relationship is not what you want or need but what will make their business better’ 5. Who else is involved in this decision? Often there are several people on the client side who need to be consulted before a final decision is made. Shut up and listen.

Account Management 52

Account Management Management Decision-making Account Growth 52

Janek Performance Group: Account Planning

JULY 25, 2023

For salespeople, this means tighter budgets, more decision makers, and longer sales cycles. This makes effective account planning essential. Here, 72 percent of respondents said that account planning increased their understanding of their clients’ business. Are decision makers taking calls?

Account Planning 52

Account Planning Prioritization Decision-making Organization 52

DemandFarm

MAY 12, 2023

Here are three examples where this breaks How does funnel make sense if 67% of the sales cycle is completed on digital channels before contacting the company? This stream is also the biggest contributor for the account growth. Revenue streams should shape your sales and marketing approaches.

B2B 52

B2B Key Account Management Account Management Manufacturing 52

Arpedio

JANUARY 11, 2023

Let’s break it down: So, account management is the process of providing your customers with the best service, support and show opportunities for improvement. The practice involves managing relationships with customers and clients, and keeping them happy by making sure that their needs are met. What Does an Account Manager Do?

Account Management 52

Account Management Management Key Account Management B2B 52

ProlifIQ

JUNE 21, 2023

Account managers are tasked with managing these accounts, serving as the main point of contact, and ensuring that the customers achieve the outcomes that they purchased your tool or service for. It requires thorough analysis, research, and insights to identify the right accounts and formulate effective account management strategies.

Account Management 52

Account Management Management Account Planning Stakeholders 52

Janek Performance Group: Account Planning

JULY 13, 2021

Additional note: Make sure you save this process. As you get new clients, input their details into the system and get a sense of whether you should make them a strategic account. Naturally, the first priority is determining who your strategic account managers should be. Not only on the client side but on your side.

Account Management 52

Account Management Management Account Planning Interpersonal Skills 52

PandaDoc

APRIL 21, 2023

Successfully managing key accounts also encourages clients to talk about your company, and you can count on them to boast about the positives of their partnership with you. With KAM, you’ll make your key accounts feel that you’re fully invested in their success, and they’ll reciprocate by recommending you to their peers.

Key Account Management 52

Key Account Management Account Management Management Prioritization 52

Mercuri International

MAY 23, 2023

However, while it’s tempting to debate the full breadth of philosophical and ethical issues that AI — particularly generative AI — raises, it’s also useful to look at it at a more pragmatic level and ask, “What exactly can it do for my job, and what changes do I need to make to the way I think, if I’m going to benefit?”

Artificial Intelligence 52

Artificial Intelligence Value Proposition Account Management Co-Creation 52

Account Management Skills

AUGUST 24, 2021

A reminder also that my next Account Accelerator programme starts on 23rd of September. This is a transformational programme for agency account managers and account directors to take your agency from unpredictable project revenue to more predictable account growth. So I said I was going to do this month, etc, etc.

Account Management 98

Account Management Management Account Planning Co-Creation 98

Account Management Skills

MARCH 20, 2023

I have worked in many different kinds of assets of account management, I mean the full spectrum, I have done roles, which have been very hybrid and touched a little bit on project delivery and account management. The AM role for me, I rely on the account manager to have an eye on the future.

Digitalization 52

Digitalization Account Management Decision-making Management 52

Zendesk

OCTOBER 20, 2023

When you make sure customers have what they need to succeed, you also win as a business. If your budget can’t accommodate all these roles, determine what your business needs most—like strategists or customer-facing agents—and make hiring decisions accordingly. Your business is only as successful as your customers are.

Customer Success 52

Customer Success Onboarding Software Software 52

SmartKarrot

OCTOBER 3, 2023

Playbooks can be created for any business scenarios, but for the sake of brevity, we will take the example of three critical ones: customer onboarding, issue resolution and, account growth. A flowchart or decision tree to guide CSMs through the resolution process, including when to escalate issues to other departments.

Customer Success 19

Customer Success Management Account Growth Onboarding 19

SmartKarrot

JANUARY 18, 2023

Role: Customer Success Manager Location: Nottingham, England, United Kingdom (Hybrid) Organization: Pacvue As a Customer Success Manager, you will make customers successful by providing high-quality technical support and service. Foster account growth/expansion via new products and markets. Apply here: [link].

Customer Success 19

Customer Success Account Growth Onboarding Customer Experience 19

ProlifIQ

AUGUST 17, 2023

Building Relationships with Different Stakeholders: Cultivating relationships with various decision-makers and influencers reduces the risk of losing a small deal due to personnel changes or miscommunication. Account planning will lead to new opportunities and eventually account growth.

Acquisition 52

Acquisition Customer Success Stakeholders Profitability 52

Account Management Skills

NOVEMBER 2, 2021

how to avoid making awful faux pas when connecting with people. If you’re in an agency account management role, and you’re responsible for forecasting and firming up the account growth, I’m running my next Account Accelerator programme starting on 27th January 2022. Jenny 03:06. Jenny 09:34.

Account Management 72

Account Management Decision-making Meetings Management 72